The concept of selling managed print services to those customers using standard hardware has become well established and it is moving into the large format world.

Download this free guide

Emerging revenue opportunities for the channel with digital transformation

Digital transformation is a phrase that means many things to many people but for it to have any real relevance to the channel then it needs to mean a chance to make money. This guide will share some of the recent developments in the channel and the latest thoughts about the issue.

By submitting my Email address I confirm that I have read and accepted the Terms of Use and Declaration of Consent.

By submitting your personal information, you agree that TechTarget and its partners may contact you regarding relevant content, products and special offers.

You also agree that your personal information may be transferred and processed in the United States, and that you have read and agree to the Terms of Use and the Privacy Policy.

An increasing number of large format print specialists are starting to offer managed print services to customers that also want to incorporate some of the predictability of price that comes from an MPS contract.

The small format world has been shifting over to managed print for the last few years and an example of the motivation for those decisions could be seen in the move made by Camden and Islington NHS Foundation Trust (C&I) back in November to appoint Capita Managed Print Services to look after that side of its operations. The trust was hoping for a 40% reduction in printing costs.

Phil Oakley, UKI large format business manager at HP, said that the managed print trend had become one of the main features of the PageWide large format market and as a result it had been increasing its channel base.

"In some ways it is not that different from selling a fleet of A3 devices to a customer with enterprise managed print," he added "The ease of use [of the printers] has attracted new partners to our programes."

He said that it was making sure that those signed up to the channel programme were in a position to take the proposition out to the key customers of large format, including construction, engineering and architecture.

Some of the latest partners include some of the reprographic houses that made moves to make sure they remained relevant for customers and looked to consolidate hardware and had been attracted by the HP proposition as well as the chance to sell services.

Some of the recent examples of those working with the vendor have been national chains that have now begun to use the HP technology.

"They are speaking to HP to understand the print technology...service providers are now becoming reselling partners," said Oakley.

"We are trying to make sure enterprises think about large and small format when they think about managed print," he added.

HP is looking to take market share from rivals and is leaning on the channel as well as expecting its PageWide hardware proposition to make the difference.

0 comments

Register

Login

Forgot your password?

Your password has been sent to:

By submitting you agree to receive email from TechTarget and its partners. If you reside outside of the United States, you consent to having your personal data transferred to and processed in the United States. Privacy